Have you ever noticed that when you confront someone with facts that challenge their deeply held beliefs, rather than changing their minds they often dig in their heels?

In a series of experiments by Dartmouth College professor Brendan Nyhan and University of Exeter professor Jason Reifler, the researchers identified a factor they call the Backfire Effect “in which corrections actually increase misperceptions among the group in question.” Why? “Because it threatens their worldview or self-concept.”

1. keep emotions out of the exchange; 2. discuss, don't attack; 3. listen carefully and try to articulate the other position accurately; 4. be respectful; 5. acknowledge that you understand why someone might hold that opinion; and 6. try to show how accepting facts does not necessarily mean changing one’s worldview.

What strategies do you employ when trying to persuade someone who does not share a common set of facts with you? Have you had any successes? To join the conversation, click "comments" above.

I've had a hard time learning this, but I have best luck when I:
Prepare-Look for areas of agreement
Affirm, compliment (sincerely), build up (who doesn't respond to some ego stroking?
Understand where they are coming from
Keep emotion out, talk facts, don't get personal
End on a note of agreement and affirmation.

1--Timing can be everything.
2--agree on as much as possible

Based on the Peacemakers PAUSE principles of negotiation.

Reply

Susan

8/11/2017 09:22:23 am

Thanks for this Linda. You have identified key components of persuasion: Listening, understanding and searching for agreement.